Sales Management Program

The essential, modular program for sales managers

The Sales Management Program (SMP) equips sales managers with the skills needed to develop and lead a high-performing sales team.

A good sales manager needs to select, engage and retain top talent, and coach and performance manage them while maximizing effective selling time. They need to manage their team’s pipeline and deal with a wide range of account issues, provide support with internal challenges, and deliver accurate forecasts that take account of the different levels of optimism and transparency across the team. Little wonder, then, that sales managers – whose core skills often have more to do with selling than managing – need support in the role.

Unlike many sales management training courses, SMP’s modular structure allows the program to be tailored to the organization’s specific needs. This gives attendees the tools and skills to set up their sales teams for success, while managing and growing them using organizational processes to embed and sustain improved results.

Who will benefit from this program?

This program is for anyone who has one or more salespeople reporting to them, regardless of sales methodology. While SMP is ideal for those new to sales management, it is equally applicable to all levels of experience.

It comprises eight modules that can be combined with other modules from our sales curriculum. Each of the modules is represented by one of the following cards, please click through the cards for more detail.

What will this program help you solve?

Poor sales recruitmentRecruiting the wrong salespeople increases costs and puts a brake on revenue growth. SMP provides a combination of competency-based and psychological assessment techniques to help managers select the right teams.

Insufficient effective selling timeMost sales teams spend less than 20% of their time in effective selling. SMP provides the framework and tools to help managers as much as double the effective selling time within their team.

Poor performance managementSMP equips managers to build a robust plan to develop and leverage all team members, prioritizing the manager’s time to achieve maximum effectiveness.

Salespeople retentionSMP shows sales managers how to partner with their salespeople and engage them via efficient target setting, ongoing development and identifying best practice to recognize and appreciate achievement.

SMP is typically delivered as a 2-day workshop, supported by blended learning and assessments, and further enhanced by our cloud-based social and mobile learning platform, i-Coach.

I was an outstanding salesperson, but even after four years, not at the top of my game as a manager. The program has given me the skills and knowledge I’ve been crying out for. Sales Manager, Technology